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James R. Steiner
Spekman, Robert E.; Newton, Derek A.; Ranson, Alexandra Case M-0419 / Published October 13, 1993
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Product Overview

A medical supplies sales representative discusses how to identify potential managers and what he considers to be an organization's responsibility for developing its people. This interview offers students an intimate view of how an outstanding salesman thinks and feels about himself, his job, his company, and what motivates him.




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  • Overview

    A medical supplies sales representative discusses how to identify potential managers and what he considers to be an organization's responsibility for developing its people. This interview offers students an intimate view of how an outstanding salesman thinks and feels about himself, his job, his company, and what motivates him.

  • Learning Objectives